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									Major Donor Revenue Projection
Purpose: This set of spreadsheets will do several things:
1. Using a gift pyramid based on giving levels in your mid-level and major gift program, you can project
revenue within each level.
2. The sheet will calculate the average gift for each level and for the total program.
3. Expenses can be itemized. The variance between projected and actual is calculated.
4. The summary report calculates the variance between current, last and projected revenues for each
giving level and for total giving.
5. Return on investment and cost of funds raised are calculated on the summary report.

The spreadsheet has two worksheets:
1. Data worksheet: This worksheet is where you enter current fiscal year, projected fiscal year, and
actual fiscal year data for the giving levels. You also enter expense information. This information is
entered in the light blue fields.
   If you wish to change the dollar levels within the pyramid, replace the values in the yellow area on
the data worksheet. The changes will be reflected throughout the worksheet. There are a total of nine
levels.
2. Summary Report: Do not enter any data into this worksheet. This worksheet calculates the
variances (percentage change) of the actual results against last year and against projection. It also
summarizes the percentage of total givers and revenue generated by major giving, return on investment,
cost of funds, and average gift.

   If you enter data other than in fields marked in blue, you may overwrite a formula that does the
calculations for you.




© Lewis Kennedy Associates, 2004
Major Donor Revenue Projection
    Worksheet
                         Enter data only in those cells shaded blue.
                      Please read the instructions for information about
    9/24/04 2:11 PM               changing the gift ranges.

    Revenues

    Total Membership/Donor Revenue (Previous Actual) =             $9,328,000
    Total Member/Donor Numbers (Previous Actual) =                   105,654

    Enter the number of gifts currently on your donor file in these ranges below.
    Enter the actual revenue in each group below.

    Actual -- Previous Fiscal Year
      Gift Range      Member #         Total $        Avg $
       $25,000+                1          $25,000     $25,000
    $10,000-24,999             2          $22,000     $11,000
      $5000-9999              10          $58,000      $5,800
      $2500-4999              55         $151,250      $2,750
      $1000-2499            563        $1,013,400      $1,800
       $750-999               49          $36,750        $750
       $500-749             509          $300,310        $590
       $360-499             612          $223,380        $365
       $250-360             558          $140,616        $252
         Total            2,359        $1,970,706        $835

     Project the number of gifts in each range below:
     Project the annual contribution for each group below:

    Projected Revenues
      Gift Range   Member #            Total $        Avg $
       $25,000+            1              $25,000     $25,000
    $10,000-24,999         3              $33,000     $11,000
      $5000-9999          12              $63,600      $5,300
      $2500-4999          60             $165,000      $2,750
      $1000-2499         600           $1,080,000      $1,800
       $750-999           50              $37,500        $750
       $500-749          525             $309,750        $590
       $360-499          625             $228,125        $365
       $250-360          580             $146,160        $252
         Total         2,456           $2,088,135        $850

    Enter actual number of gifts in each range below:
    Enter actual annual revenue for each group below:




    Actual Revenues
      Gift Range    Member #           Total $        Avg $
       $25,000+             1             $25,000     $25,000
    $10,000-24,999          2             $29,852     $14,926
      $5000-9999          10              $55,850      $5,585
      $2500-4999          58             $167,040      $2,880
      $1000-2499         573           $1,107,036      $1,932
       $750-999           49              $36,750        $750
       $500-749          527             $311,457        $591
       $360-499          633             $232,944        $368
       $250-360          592             $148,592        $251
         Total         2,445           $2,114,521        $865


    Total Membership/Donor Revenue (Actual) =                     $10,098,000
    Total Member/Donor Numbers (Actual) =                            104,264

     Enter data only in those cells shaded blue. Please
    read the instructions for information about changing
                       the gift ranges.




© Lewis Kennedy Associates, 2004
  Station:
  Name:
   Enter data only in those cells shaded blue. Please
  read the instructions for information about changing
                     the gift ranges.

  Expenses
                                               Projected     Actual      Variance
  Printing:
   Envelopes                                          $500       $350        30%
   Letterhead                                       $1,500     $1,200        20%
   Reply Forms
   Thank you cards
   Brochures
  Donor Benefits                                    $2,000                  100%
  Event 1                                          $22,000    $24,000        -9%
  Event 2
  Graphic Design                                    $1,500                  100%
  Lettershop                                        $2,500     $3,000       -20%
  Postage                                           $2,500     $1,800        28%
  Promotion & Marketing
  Recognition
  Supplies
  Telemarketing
  Training & Consulting                             $5,000                  100%
  Travel                                            $3,000                  100%
  Other 1
  Other 2
  Other 3
  Other 4

    Total Out of Pocket Expenses                   $40,500    $30,350        25%




  Salaries*                                        $60,000    $58,000         3%
  Salary Overhead %                                   42%        42%          0%
  Salary Overhead                                  $25,200    $24,360         3%
   Total Salary Expense                            $85,200    $82,360         3%

  Total Expenses                                     $125,700 $112,710       10%
  * Include salaries for fundraising and support personnel.



    Enter data only in those cells shaded blue. Please
   read the instructions for information about changing
                      the gift ranges.




© Lewis Kennedy Associates, 2004
       Comparison -- Actual vs Projection vs Previous Year

                         Variance Variance
                         Actual vs Actual vs
Revenue Levels % Ttl Rev Projection Last Yr
$25,000+         0.25%        0.0%     0.0%        Total Donor #, $1000+          644
$10,000-24,999   0.30%       -9.5%    35.7%        % of Total Donors            0.6%
$5000-9999       0.55%      -12.2%    -3.7%        Total Revenue $1000+    $1,384,778
$2500-4999       1.65%        1.2%    10.4%        % of Total Revenue          13.7%
$1000-2499      10.96%        2.5%     9.2%        Average Gift $1000+         $2,150
$750-999         0.36%       -2.0%     0.0%        Total Expenses            $125,700
$500-749         3.08%        0.6%     3.7%        ROI                           11.0
$360-499         2.31%        2.1%     4.3%        Cost of Funds                $0.09
$250-360         1.47%        1.7%     5.7%
Total $1000+          13.7%
Total $250-$999        7.2%


                            Variance Variance
                            Actual vs Actual vs
Donor Levels        % Ttl # Projection Last Yr
$25,000+              0.00%          0.0%   0.0%
$10,000-24,999        0.00%        -33.3%   0.0%
$5000-9999            0.01%        -16.7%   0.0%
$2500-4999            0.06%         -3.3%   5.5%
$1000-2499            0.55%         -4.5%   1.8%
$750-999              0.05%         -2.0%   0.0%
$500-749              0.51%          0.4%   3.5%
$360-499              0.61%          1.3%   3.4%
$250-360              0.57%          2.1%   6.1%
Total $1000+           0.6%
Total $250-$999        1.7%




© Lewis Kennedy Associates, 2004
Major Donor Revenue Projection -- For illustration only.
     Worksheet
                          Enter data only in those cells shaded blue.
                          Please read the instructions for information
     9/24/04 9:43 AM            about changing the gift ranges.

     Revenues

     Total Membership/Donor Revenue (Previous Actual) =           $9,328,000
     Total Member/Donor Numbers (Previous Actual) =                 105,654

     Enter the number of gifts currently on your donor file in these ranges below.
     Enter the actual revenue in each group below.

     Actual -- Previous Fiscal Year
       Gift Range      Member #         Total $        Avg $
        $25,000+                1          $25,000     $25,000
     $10,000-24,999             2          $22,000     $11,000
       $5000-9999              10          $58,000      $5,800
       $2500-4999              55         $151,250      $2,750
       $1000-2499            563        $1,013,400      $1,800
        $750-999               49          $36,750        $750
        $500-749             509          $300,310        $590
        $360-499             612          $223,380        $365
        $250-360             558          $140,616        $252
          Total            2,359        $1,970,706        $835

     Project the number of gifts in each range below:
     Project the annual contribution for each group below:

     Projected Revenues
       Gift Range   Member #            Total $        Avg $
        $25,000+            1              $25,000     $25,000
     $10,000-24,999         3              $33,000     $11,000
       $5000-9999          12              $63,600      $5,300
       $2500-4999          60             $165,000      $2,750
       $1000-2499         600           $1,080,000      $1,800
        $750-999           50              $37,500        $750
        $500-749          525             $309,750        $590
        $360-499          625             $228,125        $365
        $250-360          580             $146,160        $252
          Total         2,456           $2,088,135        $850

     Enter actual number of gifts in each range below:
     Enter actual annual revenue for each group below:

     Actual Revenues
       Gift Range    Member #           Total $        Avg $
        $25,000+             1             $25,000     $25,000
     $10,000-24,999          2             $29,852     $14,926
       $5000-9999          10              $55,850      $5,585
       $2500-4999          58             $167,040      $2,880
       $1000-2499         573           $1,107,036      $1,932
        $750-999           49              $36,750        $750
        $500-749          527             $311,457        $591
        $360-499          633             $232,944        $368
        $250-360          592             $148,592        $251
          Total         2,445           $2,114,521        $865


     Total Membership/Donor Revenue (Actual) =                   $10,098,000
     Total Member/Donor Numbers (Actual) =                          104,264

     Enter data only in those cells shaded blue.




© Lewis Kennedy Associates, 2004
illustration only.
                 Station:
                 Name:


                 Enter data only in those cells shaded blue.

                 Expenses
                                                               Projected    Actual      Variance
                 Printing:
                  Envelopes                                          $500        $350       30%
                  Letterhead                                       $1,500      $1,200       20%
ese ranges below. Reply Forms
                  Thank you cards
                  Brochures
                 Donor Benefits                                    $2,000                  100%
                 Event 1                                          $22,000    $24,000        -9%
                 Event 2
                 Graphic Design                                    $1,500                  100%
                 Lettershop                                        $2,500      $3,000      -20%
                 Postage                                           $2,500      $1,800       28%
                 Promotion & Marketing
                 Recognition
                 Supplies
                 Telemarketing
                 Training & Consulting                             $5,000                  100%
                 Travel                                            $3,000                  100%
                 Other 1
                 Other 2
                 Other 3
                 Other 4

                  Total Out of Pocket Expenses                    $40,500    $30,350        25%




                 Salaries*                                        $60,000    $58,000          3%
                 Salary Overhead %                                   42%        42%           0%
                 Salary Overhead                                  $25,200    $24,360          3%
                  Total Salary Expense                            $85,200    $82,360          3%

                 Total Expenses                                     $125,700 $112,710       10%
                 * Include salaries for fundraising and support personnel.

                 Enter data only in those cells shaded blue.




              © Lewis Kennedy Associates, 2004
Comparison -- Actual vs Projection vs Previous Year -- for illustration only


                         Variance Variance
                         Actual vs Actual vs
Revenue Levels % Ttl Rev Projection Last Yr
$25,000+         0.25%        0.0%     0.0%         Total Donor #, $1000+       644
$10,000-24,999   0.30%       -9.5%    35.7%         % of Total Donors         0.6%
$5000-9999       0.55%      -12.2%    -3.7%         Total Revenue $1000+ $1,384,778
$2500-4999       1.65%        1.2%    10.4%         % of Total Revenue       13.7%
$1000-2499      10.96%        2.5%     9.2%         Average Gift $1000+      $2,150
$750-999         0.36%       -2.0%     0.0%         Total Expenses         $125,700
$500-749         3.08%        0.6%     3.7%         ROI                        11.0
$360-499         2.31%        2.1%     4.3%         Cost of Funds             $0.09
$250-360         1.47%        1.7%     5.7%
Total $1000+         13.71%
Total $250-$999       7.23%


                            Variance Variance
                            Actual vs Actual vs
Donor Levels        % Ttl # Projection Last Yr
$25,000+              0.00%          0.0%   0.0%
$10,000-24,999        0.00%        -33.3%   0.0%
$5000-9999            0.01%        -16.7%   0.0%
$2500-4999            0.06%         -3.3%   5.5%
$1000-2499            0.55%         -4.5%   1.8%
$750-999              0.05%         -2.0%   0.0%
$500-749              0.51%          0.4%   3.5%
$360-499              0.61%          1.3%   3.4%
$250-360              0.57%          2.1%   6.1%
Total $1000+          0.62%
Total $250-$999       1.73%




© Lewis Kennedy Associates, 2004

								
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